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Sales is a Science: How the Top 2 % Succeed
By: Allan LobeckeBook Publisher: AuthorSolutions
Imprint: iUniverse.com
Format: Adobe Encrypted (DRM)
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What does it take to become a top performer in today's competitive sales field? In Sales as a Science, author Allan Lobeck focuses on helping salespeople understand the sales process from both the customer and sales perspective. Based on twenty-five years of experience in worldwide sales, Lobeck communicates that selling commercially is a science, not an art; it is a long-term activity that requires both a plan and a pre-defined process. He presents a logical, documented, process-based approach for activities and sub-activities in a sales cycle. He also provides flow diagrams for each phase of the sales cycle giving professional sales staff the best potential roadmap for success. Sales as a Science defines the many steps and roles in the sales process, from planning, to account research, customer contacts, presentation and follow-up, negotiation, and customer evaluation. It outlines the commitment necessary to begin transforming your sales techniques in order to transition to financial independence and become a consistent top performer.
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| Title of Business & Economics eBook: Sales is a Science: How the Top 2 % Succeed | |
| Release Date: 02-08-2011 | |
| Publisher: iUniverse.com |
This eBook download is available in the following formats:
| Parent title | Sales is a Science: How the Top 2 %... |
|---|---|
| Encrypted (DRM) | Yes |
| SKU | 9781450283946 |
| File size | 3022 |
| Security | n/a |
| Printing | Not allowed |
| Copying | Not allowed |
| Read aloud | No Sys requirements Download reader |
| Devices | Samsung Tablet, Apple Ipad & Iphone, Barnes & Noble Nook, Kobo eReader, Aluratek Libre, Iliad, Nokia, Blackberry, Hanlin |
| Note | Excellent navigation features are available via Adobe such as bookmarks and a quick access table of contents. Text search is easily accessible. An Adobe DRM-protected file is different than a pdf file in that it uses Adobe DRM (Digital Rights Management) technology, which authors and publishers use to protect their content from illegal online distribution and to set certain privileges such as restrictions on copying and printing. |
Sales is a Science: How the Top 2 % Succeed
Chapter One
Beginning the Transition to Your Financial Independence
Why should you read this book about sales productivity? To discover what the top 2 percent do differently to help them overachieve and consistently be the number-one sales people in their company. How do they do it? They use a repeatable, definable, and measurable process that allows them to use their full team so they can make adjustments to their process to eliminate future challenges.
Then why don't the other 98 percent create a process and use it? Because the other 98 percent feel they fully understand their sales process and follow it 100 percent of the time. Furthermore, they believe selling is an art form; they believe every account is different; they believe that since they have done it before they can do it again; and they believe an individual salesperson's creativity is what is important and makes the sales. This 98 percent believes a measurable process would slow them down and stifle their individual creativity. They do not use measurements to adjust their sales process, and therefore their performance will always suffer from predictable highs and lows. They feel they can walk in and make a deal happen all by themselves, as planned, but there is no actual plan, although they will never admit it.
Selling is not entirely a process, but all the related activities in your process are repeatable and measurable. This shows selling is not an art but rather a science. Since it is a science, you can document and track all input, processes, and results, adjusting them until the process output exceeds your
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